01 · Discover
Discover
How do they first hear that a problem like theirs has a name?
Revenue
Sales ops
What Sales ops feels is stuck, and who still owns it.
Scenes they enter
B2B complex sale
02 · Evaluate
Evaluate
How do they compare options without talking to sales yet?
03 · Decide
Decide
What helps the buying group say yes with a straight face?
04 · Onboard
Onboard
How do they reach first value before enthusiasm fades?
06 · Expand
Expand
When is it honest to offer more — and through which surface?
- Pain
- nobody owns the next step
- Job
- See which deals are real, which are theatre, and what to do this week — without a spreadsheet archaeology project.
- Unstuck by
- The job is an inspected forecast — which deals are real this quarter — not another dashboard nobody believes.
- Still owns
- Sales ops
- Way
- Clari
Scenes they enter
SaaS product journey
01 · Aware
Aware
How do they learn the category and your name in the same week?
04 · Subscribe
Subscribe
What removes doubt at the paywall or upgrade?
05 · Use
Use
How do they get unstuck without opening a ticket they will regret?
06 · Renew & expand
Renew & expand
Is expansion earned in the product, or only in a QBR?
Scenes they enter
Agency–client engagement
02 · Propose
Propose
Can you challenge the brief and still look like a partner?
03 · Kickoff
Kickoff
How do you lock outcomes, not just a scope PDF?
04 · Deliver
Deliver
Where does work get reviewed so nobody is surprised?
05 · Measure
Measure
What evidence do you bring that this moved a business number?
06 · Retain
Retain
Why would they brief you again without a pitch?
Scenes they enter
Ecommerce & retail digital
01 · Browse
Browse
How do they find the product among a thousand lookalikes?
03 · Buy
Buy
What still kills conversion after they meant to purchase?
05 · Care
Care
Returns, defects, ‘where is my order’ — who answers at 21:00?
Scenes they enter
Partner & channel revenue
02 · Activate
Activate
What gets a partner deal-ready before they embarrass both sides?
04 · Sell
Sell
How does a partner register, quote, and show up prepared?
05 · Protect margin
Protect margin
What stops a discount, rebate, or conflict from eating the deal?
06 · Grow
Grow
Who sourced or influenced the revenue — and who is dormant?
- Pain
- nobody owns the next step
- Job
- See which deals are real, which are theatre, and what to do this week — without a spreadsheet archaeology project.
- Unstuck by
- The job is an inspected forecast — which deals are real this quarter — not another dashboard nobody believes.
- Still owns
- Sales ops
- Way
- Clari
What they owe the next person
Handoffs.
One way this gets unstuck
Pain first.
- Pain
- nobody owns the next step
- Job
- See which deals are real, which are theatre, and what to do this week — without a spreadsheet archaeology project.
- Unstuck by
- The job is an inspected forecast — which deals are real this quarter — not another dashboard nobody believes.
- Still owns
- Sales ops
- Way
- Clari